Sales Pipeline

Template

This template is specially designed to help sales reps manage their leads and move them through the pipeline more efficiently. Using an intuitive kanban view, sales reps can keep track of all prospects and catalog information related to each deal.

Sales pipeline software enables you to visually track and move leads forward through the sales process using digital technology. By managing your sales pipeline using software you can convert your playbook into something interactive, actionable, and trackable.

Generally pipeline management systems follow a kanban structure that allows you to see what step leads are at currently in the pipeline. This type of visual structure can save sales reps a lot of time by enabling them to keep better track of leads and by using advanced features like automation. However, in order to really take advantage of a sales pipeline software, your team must have a well-defined sales process that is followed and accurately reported on.

The most important thing to remember when defining your sales process is that the goal is to document your current process the way it runs now, not map out an ideal process that isn’t a current reflection of the actions taken.

Why does this matter? The whole point of mapping the sales process is to be able to visually see how things run and where they can be improved using small tweaks. By defining the sales process the way it is now, you aren’t putting expectations on your team to suddenly do things differently. Rather, you get to see how they currently accomplish what they do now clearly laid out in steps.

Now that you know where things start and end, it’s time to list the steps in between: use an action verb to start describing each step/task. You can either stick to the strictly necessary information or choose to go into detail for every action.

Consider all other actions that are involved in moving leads down the sales process that aren’t necessarily taken by the sales rep. Note any needed approvals, forms, and tasks that are necessary for continuing onto the subsequent step.

Automate repetitive tasks

Pipefy is a powerfully customizable process management software that allows users to build and manage custom processes without IT skills or code. No more forcing your team to fit into a software’s methodology, you can create sales processes that fit your team’s needs.

The process begins with a phase called Prospect. This where all new opportunities will arrive and sales reps are cued to research into the opportunity. In this phase, you can put all relevant information that is needed to better understand the potential value of this new opportunity, such as company size and the lead value, before moving the card to the next phase.

The second phase is the Discovery phase where you will get in contact with the lead and learn more about their needs. Here is where you will determine if the lead is qualified and if they are hot, warm, or cold.

By noting the customer’s needs in the Discovery phase you’re not only determining if they are qualified, but you are also providing a valuable record of information for product development.

Now it’s time for the Proposal phase. In this phase you will calendar when the first proposal was sent, set up follow-up reminders, and give an estimate of when you expect the proposal to be approved. You can also attach the proposal for reference and future learning purposes.